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3 Proven Ways You Can Accelerate Revenue With Tailored Demos

In this article, you are going to learn about what makes for a winning demo presentation and how you can approach it in a more effective way.
3 Proven Ways You Can Accelerate Revenue With Tailored Demos

Let's face it—revenue is king. It doesn't matter how great your product or service is if nobody buys it, so you need to ensure that every customer who interacts with your business has a great experience.

How do you do this? By using tailored demos.

Tailored demos are one of the best ways to ensure that each customer who interacts with your business gets the information they need at the exact moment they need it. By providing customers with a personalized demo, you can help them understand precisely how your product or service will solve their problems or meet their needs. You'll also be able to provide them with any additional information they might need—for example, if someone wants more information about pricing or shipping times but isn't ready for an in-depth demo yet.

So how do you create a tailored demo? Here are three proven ways:

Using metrics to determine the health of your demos

To determine the success of your demos, you have to look at metrics that matter. You need to look at the right engagement metrics and understand how they can lead to a higher close rate.

Metrics that demonstrate good engagement include:

  • How many points of contact did it take with the customer before they accepted a demo? What was their average response time? The more quickly they respond, the more interested they are in your product.
  • How many people were in attendance? The more attendees, the better—that means you've got an engaged audience who wants to learn about your product and pass it along internally.
  • How long were people on the call? That is, what percentage of total length were viewers actively viewing as opposed to just having their screens open and doing some other task? If people are not attending for all or most of your demos, that could indicate a problem with either content or delivery—you need to figure out which (or both), so you can fix it!

Delivering tailored sales demos with video

So how do you deliver tailored demos?

Using video is a great place to start. Whether live or pre-recorded, video allows you to personalize your sales pitches and emphasize the parts of your product that best address your customers' needs.

You can better engage your audience. The human touch provided by live or recorded video means that people can feel more connected and engaged with you throughout the demo, helping them understand how your product solves their problems.

You can build up the trust factor. In today's crowded market, it's critical for buyers to truly get behind what you're selling before they buy-in—and research shows that seeing a live demo is one of the most influential factors in converting leads into customers. By building a library of dynamic and personalized content, you can help buyers get to know you and trust your brand before stepping on-site or signing on paper (or electronically).

It's easy for customers to share demos with other stakeholders easily using video conferencing software—they don't have the hassle of traveling across town or country just to sit in on a quick meeting. They simply click "join" whenever it's convenient for them from any mobile device (iPad, iPhone, Android) or computer (Mac or PC), then bookend their travel plans around those meetings so as not to lose precious time out of the office.

Creating an effective demo script

To create a compelling demo script, you'll want to do the following:

  • Have a clear structure. The way your script is structured will determine how the demo flows: if it's choppy and disjointed, the prospect might feel like they don't have a complete picture of what your product does; if the flow is seamless, smooth, and well-paced, they'll leave with a solid mental model of how your product works.
  • Introduce your product. From there, you can move into introducing the problem that your product solves, then introduce the solution (your product) itself. You could also choose to present the problem first, then introduce your product as a solution. Either way is acceptable as long as it flows well and feels natural for you to deliver.
  • Use storytelling techniques. Humans crave stories; we love them so much that we've been telling them for thousands of years in various forms. Stories are accessible to everyone because they give us something concrete to latch onto—and this makes them ideal for communicating abstract concepts like products or services. Use storytelling techniques like plot points throughout your demo script: for example, when talking about how companies were solving problems before your company existed ("Then one day..."), or when describing how companies using traditional methods can suffer from problems ("Unfortunately..."). These techniques will help draw prospects in more deeply and make sure they grasp critical elements quickly and easily while retaining information longer than they would otherwise.

Tailored, personalized demos can accelerate revenue and improve customer relationships.

Why do we say that personalized and tailored demos can be so powerful?

  • Personalized demos put the spotlight on the customer by focusing the demonstrations on their unique needs.
  • Tailored demos focus on the most critical aspects of a product instead of trying to show everything.